Interviews & Case Studies With Top Pricing Leaders

The remainder of this book has a treasure trove of information hidden within interviews with the top revenue and pricing leaders in the Valley. The 2nd edition now has even more case studies from Jan and Ajit. The following table provides an easy reference on the areas covered in the interviews so that these can be read in the context of the theoretical information provided earlier in the book.

#	Interviewee	Company Discussed	Main Topic of Discussion
1	Kevin Paiser Head of Sales at Nosto	Nosto	Evolution of Nosto’s pricing approach changed with the growth of the company.
2	Johnny Cheng Sr Director of Product Marketing, Coupa Software	Gainsight	Revamping Pricing and Packaging in Mid-market and Enterprise Segments
3	Pranav Kashyap Head of Pricing, Mixpanel	Mixpanel	Changing the key pricing metric to align with customer value
4	Natalie Louie Sr Director of Product Marketing, Zuora	Oracle	Designing pricing when parts of the product has high hard costs
5	Rajeev Venkatraman VP of Pricing, Verint	Verint	Moving from perpetual licensing to subscription model
6	Joshua Bloom Managing Partner, Simon Kucher Partners	Simon Kucher Partners	General interview on pricing and packaging learnings
7	Mehul Saini, Principal Product Marketing Manager, Rubrik	Rubrik	Moving from perpetual licensing to subscription model
8	Jan Pasternak Head of Pricing, Zoom	Generalized	General interview on pricing and packaging learnings
9	Kevin Christian, Director of Pricing Strategy and Operations, Infoblox	Generalized	Pricing & Packaging for IT Infrastructure & Ops Products
10	Ajit Ghuman	Narvar	Rationalizing Pricing & Packaging
11	Jan Pasternak	DocuSign	Transformation from Usage-based to Feature-based Pricing
12	Jan Pasternak	Zoom	Pricing Structure Complexity
13	Jan Pasternak	Pushpay	SaaS Functionality Commoditization
14	Scott Williamson Former CPO at GitLab (podcast summary)	GitLab	PLG Pricing Revamp
15	Ariel Assaraf CEO Coralogix (podcast summary)	Coralogix	Building Product For Total Cost of Ownership

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